The Client Manager is a seasoned subject matter expert. This is a quota-bearing sales persona and is primarily responsible for taking full ownership of assigned accounts and manages and grows relationships to drive expansion and renewals across all solution areas. This role is able to do so by leveraging company’s tools and methodologies to analyze the client’s situation and business requirements.

This role possesses advanced planning skills to coordinates the interaction of a number of company role-players in different geographies during the sales engagement.

The Client Manager displays strategic thinking capabilities, a high level of business acumen and deep knowledge of the latest trends in terms of technology sales methods and approaches.

Responsibilities or duties

• Manages and grows relationships to drive wallet share across all solutions within business accounts in the Channel segment.
• Minimizes churn and maximizes retention as well as uncover growth priorities within the segment.
• Responsible for driving client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
• Engages clients to address opportunities, provide possible recommendations to business solutions that can be delivery by the organization.
• Generates demand by assisting clients to identify business technology enhancements in daily operations in line with their growth plan.
• Builds relationships and displays an understanding of the client vertical/industry, business environment and strategy to identify current and future growth opportunities for the organization.
• Influences and works closely with vendors to achieve desired positive results.
• Uses company’s sales tools and methodology to effectively manage territory, accounts, opportunities, pipelines and forecast.
• Develops open and effective channels of communication in with all clients.
• Encourages revenue growth by inspiring clients to additional value positive offerings.
• Becomes the reliable point of contact for clients that is required to establish a strong business relationship.
• Aims to achieve performance targets and exploits opportunities, whilst displaying notable positive client centric orientation.
• Implements and/or aligns with business governance and compliance policies in own practice area to identify and manage risk exposure.
• Monitors and controls financial governance and compliance to manage financial costs.

Qualifications or requirements (e.g., education, skills)

Knowledge and Attributes:

• Sales business acumen. The skills supporting successful selling through organizational and AIM outcome mindset. Success will require focusing on planning, leveraging tools and DATA, and concentrating on company business requirements. developing the skills to understand the client’s business (including commercial and financial aspects) in order to bring value to them from the company’s portfolio of services.
• Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor.
• Sales solution skills. The knowledge of the company’s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link company offerings, including high-value services to specific client and prospect needs and outcomes.
• Sales pursuit. The skills and knowledge that enable a team member create value by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close positive opportunities.

Academic Qualifications and Certifications:

• Bachelor’s degree or equivalent in business or a sales related field.
• Relevant vendor certifications would be advantageous

Experience needed

• Moderate level experience working as part of a sales team in a fast-paced environment.
• Moderate level experience in a sales environment and/or customer service role.
• Moderate level experience in the IT or professional services industry with a focus on business development and/or sales.
• Moderate level experience with business to business and business to consumer sales techniques.
• Moderate level experience negotiating with clients and vendors/partners.
• Moderate level experience gained in a similar client manager role.
• Moderate level experience working with Salesforce.com contact platform
• Some experience in marketing or advertising would be advantageous.

• Manages and grows relationships to drive wallet share across all solutions within business accounts in the Channel segment.
• Minimizes churn and maximizes retention as well as uncover growth priorities within the segment.
• Responsible for driving client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
• Engages clients to address opportunities, provide possible recommendations to business solutions that can be delivery by the organization.
• Generates demand by assisting clients to identify business technology enhancements in daily operations in line with their growth plan.
• Builds relationships and displays an understanding of the client vertical/industry, business environment and strategy to identify current and future growth opportunities for the organization.
• Influences and works closely with vendors to achieve desired positive results.
• Uses company’s sales tools and methodology to effectively manage territory, accounts, opportunities, pipelines and forecast.
• Develops open and effective channels of communication in with all clients.
• Encourages revenue growth by inspiring clients to additional value positive offerings.
• Becomes the reliable point of contact for clients that is required to establish a strong business relationship.
• Aims to achieve performance targets and exploits opportunities, whilst displaying notable positive client centric orientation.
• Implements and/or aligns with business governance and compliance policies in own practice area to identify and manage risk exposure.
• Monitors and controls financial governance and compliance to manage financial costs.

• Sales business acumen
• Sales client engagement and management
• Sales solution skills
• Sales pursuit
• Planning skills
• Strategic thinking capabilities
• Business acumen
• Knowledge of technology sales methods and approaches
• Negotiating with clients and vendors/partners
• Working with Salesforce.com contact platform

• Bachelor’s degree or equivalent in business or a sales related field.
• Relevant vendor certifications would be advantageous